Peter Horadan’s Post

👇How do you get into a CRO's diary? We spoke with Jason Andrew to learn about the challenges of a CRO, discover who his internal Champion is, and get tips on how vendors can get a rare slot in his diary. #Sales #SalesExcellence #MEDDIC #SalesLeadership  

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Last Call: Time to Make Q4 Your Most Profitable Yet Quick reminder that the 21-Day Sales Challenge kicks off in just 2 days, and spots are filling up FAST. This challenge isn’t just about throwing sales tactics at the wall—it’s about giving you the exact actions that will move the needle in your business, like: 💵Reactivating past clients for renewals and upgrades. 💵Turning cold leads into warm conversations. 💵Using precise follow-up strategies to turn ‘no’ into ‘yes.’ This is your chance to stop feeling stuck and start seeing real sales results, just in time to end the year with a bang. 🔗 Join the 21-Day Sales Challenge now and get lifetime access for just $21 https://lnkd.in/dXBjctCu Don’t wait—this opportunity won’t come around again until next year!

Week 3 of being a Mid-Market Account Manager I: 1. Closed Won 3 Renewals 2. Ran ~18 customer meetings 3. ~300 calls to customer accounts Those 3 renewals required a lot of the challenger sale. To be transparent, if I didn’t know the challenger sale or how to negotiate. I probably would’ve lost all 3 of those renewals. As an AM, you need to know how to relationship sell and challenger sell. From what I’ve seen so far at least. One thing I need to get better at, is asking for referrals. I really didn’t do that as often as an AE. But as an AM, its critical to get these referrals in order to cross sell to different parts of the business. Lets keep it going!

At Huyett, our top priority is to understand and address our customers' core needs. Our Regional Sales Managers (RSMs) go beyond the typical sales script, digging deep to understand your requirements and constraints. They ask detailed questions to uncover the real issues behind your requests. From the start, our RSMs set clear expectations for their customer meetings—whether you need a quote, advice, or better information. This ensures honest, productive communication. When you speak with a Huyett Regional Sales Manager, there are several ways you benefit from your conversations: 🕰️ Save time: Your sales manager starts with an agenda, so you know exactly what to expect and how to make the most of your time. 🔍 Identify hidden pain points: These conversations reveal roadblocks you might have missed, providing new insights for solving residual issues. 🗣️ Get a trusted industry sounding board: Even if Huyett isn't the best fit for you, your sales manager will guide you to a reliable solution. 🤝 Access top-quality products and an experienced industry partner: Huyett promises to meet or exceed your expectations with our products and services. Ready to start your partnership with Huyett? Reach out to your regional Distribution Support Team member today! https://hubs.ly/Q02Hs50k0

Achieving High-Performance: Transforming a Sales Team in 3 Steps ▸ https://lttr.ai/AYMcp

Ebsta and Pavilion just released their 1H '24 benchmarking update (H/T Bryan Gunst) and key trends over the last 6 months are an increase in reps missing quota and deal slippage. What's also highlighted are that top performers are 357% more likely to use a methodology like MEDDPICC. While MEDDICC excels at assessing a customer's ability to buy, there is another crucial element of the sales equation: the customer's confidence and ability to make a decision. We've been getting a lot of positive feedback on the new Value Validation Framework (VVF) that was influenced by our community and a good amount of our clients are implementing. Read more below if you're looking to take MEDDICC to the next level.

Nooks + Apollo.io: The Winning Combo for Instabug’s Sales Team 🚀 Chase Langley knew he faced two hurdles when he joined Instabug as Director of Business Development: ❌ low connect rates ❌ an inefficient dialer His team had a great product to sell but struggled to have enough of the right conversations on the phone. Using Nooks’ AI-powered dialer, his team ramped up their call volume while strategically targeting the best times to reach prospects. But it wasn’t just about more calls. Apollo and Nooks helped Chase’s team increase their connect rate from 5.5% to 8% with some BDRs hitting 12%! And reps were able to have more impactful conversations because they were equipped with Nooks’ training and coaching features. The overall results? 𝗜𝗻 𝗷𝘂𝘀𝘁 𝟭𝟮 𝗺𝗼𝗻𝘁𝗵𝘀, 𝗜𝗻𝘀𝘁𝗮𝗯𝘂𝗴 𝘀𝗮𝘄: • Connect rates jump from 5.5% to 8%, with some BDRs hitting 12% • Meetings booked rate on track to double quarter over quarter • 100% of BDRs meet their cold calls per week goal (it previously hovered around 70%) As Chase puts it, “Combining a contact database that produces better connect rates with a solution that doubles conversations has been a game changer.” Read the full article here: https://lnkd.in/gEMiaebg

💡 Sales Insight of the Day: Strive to Be 1% Better "n sales, it’s easy to get caught up in the big goals, but sometimes the most significant progress comes from small, consistent improvements. Aim to be just 1% better today than you were yesterday—whether it’s refining your pitch, deepening a client relationship, or mastering a new technique. These incremental gains compound over time, leading to remarkable results. Remember, greatness isn’t built in a day—it’s built daily, 1% at a time.

Our sales performance has been negatively impacted by a lack of follow-ups, which are crucial for nurturing leads, maintaining engagement, and closing deals. Neglecting follow-ups can lead to lost interest, reduced conversion rates, and potential revenue loss. To improve sales, we must reinstate a robust follow-up process, implement tracking systems, provide training, and ensure consistent communication throughout the sales cycle. This will help regain momentum, re-establish trust, and drive greater success in sales efforts.